Buyer indecision can kill your sales. Why do customers procrastinate in making buying decisions, and what can you do about it? Research from Gartner to Forrester indicate sales cycles are getting longer and more complex, and this is creating stress for sales organizations and salespeople.
----more----
This 5 minute Asher Sales Sense Podcast “Creating Urgency: How to Get Customers to Facilitator, Business Coach and producer of the award-winning Trans4mers webinar Take Action Faster” with host John Asher features Mike Schmidtmann, Peer Group series.
______________________________
This is an extract from the full program which you can find here: Creating Urgency: How to Get Customers to Take Action Faster______________________________
This Asher Sales Sense session with Mike Schmidtmann digs into the causes of indecision and offers tangible ways to create urgency for customers to take action quickly. Listeners will learn the root causes of buyer procrastination, ways to create urgency for action, and how to “pull” rather than “push” customer decisions. Why do buyers procrastinate? What do salespeople do wrong? And what are the most powerful motivators for action? Tune in on July 4th to find answers to these and other urgent sales questions and get your customers lined up for action.
About Mike Schmidtmann
After building IT Sales organizations for 25 years, Mike now works with owners and managers to help them grow their businesses more effectively by teaching innovative practices to hire great people, win new business, and improve profits. Mike Schmidtmann coaches business owners and sales leaders for Solution Providers across the USA. He works to drive results in sales recruiting, new business development, and profitability.
Mike led sales for Inacom Communications for ten years. He then founded and built a $30 Million business unit for SPS covering five states. His company was listed as the #1 Telecommunications Reseller three years in a row by the Washington Business Journal. In 2005, he was honored by Avaya for making the largest competitive win-back sale in the United States.
Mike produces the award-winning Trans4mers webinar series on IT sales and management subjects. He contributes content for IT channel publications and is a frequent public speaker on business and sales topics.
Why Outsourcing Sales Management for Small Companies Increases Sales
From Bagels to Boardrooms: My Personal Journey in Business Development
Using NLP to Get The Prospect to Pull The Trigger - A Podcast with Ramzy Ayachi & John Asher
Why Sales Managers Join The Institute for Excellence in Sales
Adding Structure to a Sales Team and Department
Getting Breakthrough Sales Growth with Fractional Sales Leaders
A Video Story Must Do Five Things - John Carter
When Sales and Marketing Don't Trust Each Other - Brian Beveridge, A Short Podcast
Improving Sales Leadership Performance with World Class Athlete Mindsets
To be Found You Have to be Findable
Using Neuro-Linguistic Programming to Close Deals Faster
Achieving Aggressive Growth Goals with Digital Marketing
Bringing Sales Success to Distribution Sales Teams
Rethinking LinkedIn - Judy Schramm
Five Factors Creating Elite Sales Mindsets
If you think LinkedIn doesn't matter for your business, here's why you're wrong.
Accelerate Sales by Automating Your Marketing
Commercial Video: How Your Story Makes Money
The Top 5 Things Sales Pros Must Be Doing to Be Successful Today
Boost Your Sales Career by Adopting the Mindset of an Elite Salesperson
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Aligned Money Show
Gorse Culture PODcast : The H.R. Detective Agency!
HCI Leadership Revolution
The Ramsey Show
Planet Money